Negotiation Skills Expansion
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Questions and Answers

What is the hardest negotiation skill to learn?

  • Cooperation (correct)
  • Avoidance
  • Acknowledgment
  • Competition

    • What is required for cooperation according to the negotiation tool kit?

  • Complete tool kit of cooperation, competition, avoidance, and acknowledgment (correct)
  • Only self-control and empathy
  • Ability to compromise only
  • Complete absence of emotions

    • Which faculty is necessary for perspective-taking?

  • Self-control
  • Reason (correct)
  • Intuition
  • Empathy

    • What is the strategy that elicits cooperative behavior, even from strangers?

    <p>Tit for tat</p> Signup and view all the answers

    What is the role of self-control in negotiations?

    <p>It incentivizes cooperation over violence</p> Signup and view all the answers

    Why do non-relatives cooperate according to the text?

    <p>Because many hands lighten the load</p> Signup and view all the answers

    What is the basis of cooperation according to the negotiation tool kit?

    <p>Reasoning and perspective-taking</p> Signup and view all the answers

    What is the illusion that may prevent us from expanding our skill set?

    <p>Illusion of competence</p> Signup and view all the answers

    What do negotiators consider when determining the structure of an agreement?

    <p>Whether it should be a pure price deal, a trade, or an unbundled agreement</p> Signup and view all the answers

    What is the goal of a negotiator according to the content?

    <p>To give the other side the best deal and help them sell it to their stakeholders</p> Signup and view all the answers

    What approach is summarized by Susskind?

    <p>Writing their victory speech</p> Signup and view all the answers

    What is the benefit of brainstorming in negotiation?

    <p>To generate alternatives, even if they seem wild or impractical</p> Signup and view all the answers

    Why is it advisable to consider multiple issues simultaneously in negotiation?

    <p>To enhance judgment accuracy, satisfaction, and economic outcomes</p> Signup and view all the answers

    What is the limitation of cooperative bargaining according to Baltasar Gracián?

    <p>There are limits to cooperative bargaining</p> Signup and view all the answers

    What is the most promising approach in negotiations according to research?

    <p>Giving and taking is often the most promising approach</p> Signup and view all the answers

    What do negotiators need to balance according to the content?

    <p>Creating value and distributing it effectively</p> Signup and view all the answers

    What type of tactics are used to expand the pie and capture it?

    <p>Cooperative tactics</p> Signup and view all the answers

    Why is it important to identify and frame all issues in negotiations?

    <p>To understand the priorities and interests of both sides</p> Signup and view all the answers

    What is the purpose of framing in negotiations?

    <p>To influence how parties perceive the situation and behave</p> Signup and view all the answers

    What is the name of the experiment that demonstrated the impact of framing on decision-making?

    <p>Morton Deutsch's prisoner's dilemma experiment</p> Signup and view all the answers

    What is the result of choosing the proper mental frame in negotiations?

    <p>It can help parties overcome a purely distributive mindset</p> Signup and view all the answers

    What is the name of the negotiation tool kit that includes interests, priorities, and framing for each party?

    <p>Jeanne Brett's negotiation table</p> Signup and view all the answers

    What is the outcome of acknowledging the other side in negotiations?

    <p>It can shift attention and pressure the other party to reconsider their stance</p> Signup and view all the answers

    What is the sequence of traits presented in Solomon Asch's experiment?

    <p>Trait adjectives</p> Signup and view all the answers

    Study Notes

    Gaining Negotiation Skills

    • Negotiation skill that is the hardest to learn is the ability to cooperate
    • A complete tool kit of cooperation, competition, avoidance, and acknowledgment is necessary, along with the ability to compromise
    • The illusion of competence may prevent us from expanding our skill set

    Perspective-Taking

    • Cooperation relies on reasoning and perspective-taking
    • Ability to see the world through the eyes of another is crucial
    • Tit for tat strategy elicits cooperative behavior, even from strangers
    • Tit for tat reinforces cooperative behavior while maintaining fairness

    Self-Control

    • Self-control incentivizes cooperation over violence in dilemmas
    • Delay of gratification for greater future benefits is enabled
    • Self-control facilitates trade-offs and cooperative moves despite intuitive fears or impulses
    • It allows for productive handling of uncertainties in negotiations

    Empathy

    • Empathy is essential for cooperation
    • Negotiators consider various factors, such as whether it should be a pure price deal or a staged agreement
    • Attending closely to the other side's needs and interests incorporates value-creating benefits for them
    • Writing "their victory speech" creates goodwill and improves the value of the deal for the other party
    • Brainstorming generates alternatives, even if they seem wild or impractical
    • Do not decide sequentially; consider multiple issues simultaneously to enhance judgment accuracy and economic outcomes

    Cooperative Bargaining

    • There are limits to cooperative bargaining; it's not always in our self-interest to solely engage in cooperative tactics
    • A balance between creating value and distributing it effectively is necessary
    • Giving and taking is often the most promising approach in negotiations
    • Research shows that negotiators achieve a larger piece of the pie when they have created value with the other side

    Identifying and Framing Issues

    • Negotiating about only very few issues can be difficult
    • Identifying important issues for both sides is crucial
    • Jeanne Brett's negotiation table can be utilized to identify interests, priorities, and framing for each party
    • Framing plays a crucial role in negotiations, influencing how parties perceive the situation and behave
    • Choosing the proper mental frame can help parties overcome a purely distributive mindset in negotiations

    Acknowledging the Other Side

    • Acknowledging the other side is a crucial tactic in negotiation
    • Taylor Swift's negotiation with Apple Inc. over Apple Music's launch illustrates the tactic of acknowledging the other side
    • Acknowledging one's BATNA and focusing on independent artists can shift attention and pressure the other side to reconsider their stance

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    Description

    Learn how to improve your negotiation skills by stepping out of your comfort zone and developing a complete tool kit of cooperation, competition, avoidance, and acknowledgement.

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